Jacobs Client Account Partner in Ontario, Canada
Client Account Partner
Our People & Places Solutions business – reinforces our drive to improve the lives of people everywhere and epitomizes the "why" of what we do – the tremendous positive impact and value our solutions bring to our communities and society as a whole. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology – we're integrating a multitude of these solution elements to build the smart environments of tomorrow.
Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow and succeed – today and into tomorrow.
The Client Account Partner (CAP) is an integral position within Jacobs’ People & Places Solutions Growth & Sales organization in the Americas. The CAP works closely with the Client Account Managers (CAMs) and is aligned with particular accounts or markets within their geography. Most CAPs have held roles of increasing responsibility in the field of proposal management and sales strategy and are considered proven and effective leaders on all sizes of pursuits.
Primary responsibilities include partnering with CAM(s) to develop and drive sales strategy through market and industry research, leadership, communication, organization, and planning on both an account and opportunity level. The CAP will be the primary pursuit lead on strategic opportunities leading a broader team of proposal managers, graphic designers, and document publishers. They will also be responsible for writing the corporate qualifications sections and collaborating with subject matter experts on the technical sections of an opportunity.
Main duties/responsibilities include:
Builds a solid understanding of regional and local office qualifications, markets, clients, partners, and competitors; knowledgeable of corporate offerings and markets
Possesses thorough knowledge of one or more company markets and/or clients, as well as partner/competitor/subconsultant firms, emerging business, and industry trends; actively integrate that knowledge in work activities
Partners with sales leadership to drive growth and demonstrates client advocacy and leadership on assigned accounts
Partners with CAM(s) on strategic account(s) and/or market(s) to:
oDevelop account plan(s), including competitor analysis and relationship mapping
o Understand client business and priorities.
o Share client information, best practices, project descriptions, and the like, as needed.
Track opportunities and work with account team to actively position the company prior to the release of the bid response document, including teaming discussions.
Drive consistent sales strategies and key account messaging that promote the Jacobs brand.
Partners with the CAMs on go/no-go and bid/no-bid discussions; looks at the 360-degree view of an opportunity to identify risks and challenges then collaborates with the sales leadership, and other technical staff to weigh our success, sometimes acting as the challenger or healthy skeptic to ensure the team has evaluated all concerns.
Leads planning and positioning activities for pursuits that are<$100K-$10M in revenue; participates in planning activities for pursuits that are >$10 M in revenue, in coordination with a Strategic Pursuit Leader
Manages the development process for large, strategic pursuits and presentations by:
oScheduling, participating in, and leading kickoff, storyboarding/win strategy sessions, and percent complete review meetings
Writing and tailoring proposal sections and collaboration with the technical team on their own sections. This could include interviewing technical staff and creating technical writeups.
Directing work of support team, subconsultants, subject matter experts, and others by assigning tasks and establishing deadlines,
Managing production and ensures compliance and on-time delivery of responses.
Leads presentation development, include developing theme statements, winning attributes and feature/benefit/proof slides and other materials. Includes working with subject matter experts for content and graphic designers for overall look of presentation, organizing working sessions and rehearsals, practicing questions/answers and key messages, coaching speakers in platform skills
Champions and adheres to Jacobs branding and editing standards, data management best practices, as well as other standard tools and processes
Coaches and mentors’ mid-level and junior CAPs and proposal staff, as well as provides broad technical or functional guidance and leadership to others
Detailed understanding of and experience with relationship-based sales processes, systems, and tools
Relevant experience preferably within the architecture, engineering, construction industry.
Background/experience in one or more of the following is preferred: water, transportation, built environment, program management, construction management, design build
Strong leader with ability to marshal resources (people, material, support), solve problems, and work collaboratively with a team in a fast-paced environment; ability to handle multiple, simultaneous projects and work under strict deadlines is required.
Team player with great interpersonal skills and ability to develop, nurture, and maintain relationships at all levels with the company
Ability to maintain a sense of humor under pressure a must
Proven ability to organize, direct, and motivate a multidiscipline pursuit team to develop strategic sales deliverables
Demonstrated ability to communicate complex concepts in easy to read and compelling text
Excellent verbal communication skills
Self-motivated with a willingness to take initiative and solve complex problems
Capability to negotiate with and influence others
Desire to be an integral part of creating change by embracing our industry leading company culture that is focused on inclusion, diversity, and environmental change
Committed to supporting company strategic goals and maintaining profitable growth
Thorough knowledge of desktop publishing software, including Microsoft Word and Adobe Acrobat; proficiency in specialized applications, such as Adobe InDesign, a plus
Proficient in using SalesForce for account planning and opportunity management
Education/training related to business, sales, marketing, communications, engineering, science, or related field preferred
Ability to travel
Suggested years of experience: 10 to15
Job Business Development/Sales/Marketing
Primary Location Canada-Ontario-Toronto-CA Toronto - Consumers Rd
Job Type Experienced
Travel Yes, 25 % of the Time
Req ID: CAN000020
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